Account Executive, Strategic - TOLA
External
Kentik · RemotePrepare for this interview
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About the role
Kentik is the network intelligence platform for modern infrastructure teams. Unlike traditional monitoring and observability tools, we demystify complex network operations, enabling organizations to deliver applications and innovation at scale. Built by network experts to make critical insight accessible to every engineer, Kentik is the real-time source of truth that understands every network in context - from data center to cloud to the internet. This single platform unifies and correlates cloud, device, flow, and synthetic data to turn telemetry into action. Market leaders like Akamai, Booking.com, Dropbox, and Zoom rely on Kentik to run, manage, and optimize their networks.
Responsibilities
- Prospect for new business with new customers to rapidly expand given territory
- Generate a high volume of new opportunities to deliver predictable business
- Diligently manage pipeline, leading to accurate forecasting
- Manage all aspects of the sales cycle including coordinating and maintaining strong relationships with product + solutions engineering, product management, customer success, alliances/channel, product/event marketing
- Achieve QoQ growth in your territory
- Work collaboratively with channel and marketing teams to execute demand-generation programs and events that will generate new pipeline
- Maintain up-to-date knowledge of competitors and industry trends
Requirements
- Studies have shown that some candidates tend to apply to jobs only if they meet 100% of the qualifications. We encourage you to apply if you meet most of the criteria - even if you don't match all of the qualifications, your skills and experience could be valuable in this role!
- 10+ years of experience in the selling to large enterprises and deep current connections within these accounts in the TOLA region.
- Demonstrated prospecting skills for new logos - research ideal target and buying personas, outreach to those roles, leverage network for leads and referrals
- Proven sales track record selling SaaS and exceeding quota. Experience navigating large, complex transactions that require building business value across multiple groups within an enterprise
- Large established network of relationships with target companies in defined target markets
- Technical sales understanding in the area of IP Networking, SaaS, Network Management, Observability, Forensics, Cloud
- Heavy focus on value-based selling approach
- Adept with modern revenue tools (SFDC, LinkedIn Navigator, 6Sense, SalesLoft, Gong, ZoomInfo, etc.)
- Highly organized, can prioritize critical tasks/projects/accounts to exceed goals
- Ability to communicate effectively with all levels of an organization, from network engineer to CEO
- Experience with MEDDPICC sales methodology
- Must be able to travel on short notice
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